Business Development Manager - Defence & Law Enforcement

Canon

6d•$50,000 - $60,000•Onsite

About The Position

Canon UK is seeking a seasoned Business Development Manager to drive sales of ITCG Products & Services within the Defence and Law Enforcement (DLE) sector. The role involves developing a deep understanding of customer applications, building long-term relationships in restricted environments, and generating compelling commercial propositions to grow Canon’s business and meet financial targets. The Business Development Manager will act as the sector specialist for DLE, supporting complex, solution-based opportunities where Canon products are part of integrated solutions, while strengthening Canon’s market position through direct and indirect channels.

Requirements

Strong commercial and business development experience within a B2B sales environment
Proven ability to manage complex, solution-based sales cycles involving multiple stakeholders
Experience working with indirect channels, partners or distributors
Strong relationship management skills with the ability to build credibility in specialist or restricted-access environments
High level of commercial acumen, balancing revenue growth, profitability and long-term investment
Excellent communication and influencing skills, with the ability to operate at senior stakeholder level
Strong analytical capability, using data and insight to drive decision making and performance improvements
Experience using CRM systems (preferably Salesforce) for pipeline management and forecasting
Ability to operate effectively across cross-functional and European matrix organisations

Nice To Haves

Experience within Defence, Law Enforcement, Government or similarly regulated sectors
Knowledge of imaging, video, broadcast or related technologies
Experience managing strategic accounts or specialist vertical segments
Familiarity with complex procurement environments or frameworks
Security clearance or willingness/ability to obtain required clearance

Responsibilities

Lead the development of the Defence and Law Enforcement segment, delivering revenue and profit targets in line with agreed business objectives.
Identify, develop and convert new B2B opportunities while protecting and growing existing business within the segment, optimising both direct and indirect routes to market.
Own and deliver the segment pipeline, ensuring high-quality opportunity management, accurate forecasting and disciplined use of Salesforce as the core CRM platform.
Develop strategic account plans for key and “must-win” accounts, building strong engagement across multiple stakeholders and decision makers within secure environments.
Work closely with key channel partners (including major strategic dealers) to maximise sales-out performance, strengthen collaboration and drive mutual growth.
Act as a trusted advisor to customers by understanding operational use cases within military, law enforcement and security environments, translating needs into tailored solutions.
Collaborate cross-functionally with product, marketing, service, finance and European teams to develop competitive, solution-led propositions and improve win rates.
Monitor market trends, competitor activity and emerging technologies to identify opportunities, mitigate risks, and inform segment strategy.
Support the full commercial lifecycle from opportunity creation through to order, delivery, invoicing and cash collection in collaboration with internal teams.